Territory Account Executive - Public Sector (m/f/d)

In this role you drive profitable revenue in the German public sector by engaging channel partners and, when needed, directly with customers. You’ll manage a defined territory, focus on renewals and upsell with partners, and sustain growth through a strong value proposition. You work cross-functionally to accelerate deals, forecast accurately, and maintain CRM/PRM hygiene. This position combines remote-first flexibility with hands-on field and partner engagement to expand Sophos’ footprint in public sector accounts.

• remote-first working model
• hybrid option for some roles
• diversity and inclusion networks
• charity and volunteering initiatives
• sustainability initiatives
• wellbeing programs

• Achieve bookings quota for assigned accounts (50–1,000 IT users) in defined sector
• Support channel sales activities in territory with partner involvement
• Drive renewals within defined sector and ensure customer retention
• Prioritize and enable partner-generated opportunities and increase deal size
• Manage opportunities to accelerate buying process and close rates
• Engage end customers to raise deal value when needed
• Maintain accurate CRM/PRM forecasting through logging activities
• Understand customer business goals to align Sophos solutions
• Articulate Sophos value proposition to expand business with accounts
• Forecast monthly/quarterly business and attend partner sites for new opportunities
• Substitute for colleagues during holidays/illness/transition time

• First years in a sales role
• Experience selling IT solutions
• Track record of meeting/exceeding territory quotas
• Familiarity with CRM/PRM and forecasting systems
• Knowledge of territory characteristics and business environment
• Knowledge of software channel ecosystems
• Strong negotiation, presentation, and communication skills
• Excellent telephone selling ability
• Team-selling mindset
• Fluent German (written and spoken)

• Negotiation
• Presentation
• Communication
• CRM/PRM proficiency
• Forecasting systems
• Knowledge of software channel ecosystems